Effective Sales Techniques

Heroes are not made when life is easy. That’s the philosophy salespeople — particularly in the building industry — should take to heart in a challenging economy, says Rick Davis, president of Chicago-based Building Leaders [Read More]

Why would consumers buy your brand? Ask the average business owner or salesperson that question and you’ll probably get a blank stare. That’s because they are not taught to understand the mind-set and motives of [Read More]

Why does it take so long to get from initial pitch to signed, sealed, and delivered? Maybe it’s because your best marketing and business development efforts are out of sync with the way the real [Read More]

Marketing and sales can often seem like siblings: They live under the same roof, but are constantly at loggerheads. This can force company executives into the uncomfortable role of peacekeeper — always a challenge. [Read More]

Sales superstars don’t just magically appear. They design their paths to superstardom through hard work and smart choices. They also master the sales techniques necessary to ensure success, which is especially critical. To develop great [Read More]

When Frank Farrell, owner of Red Bank, N.J.–based Custom Video Productions, is generating sales leads on the fly, he needs a quick and easy way to demonstrate his company’s capabilities. He has tried showing a [Read More]

PROBLEM: When Jennifer Kenny, founder of San Francisco–based bizTH!NK Consulting, was invited to pitch a technology project at the largest bank in the western U.S., she knew she’d be going up against consulting companies ten [Read More]

In sales, as in any profession, success is rarely based on doing extraordinary things, but on doing ordinary things extraordinarily well. Here are six common mistakes salespeople make in generating leads, according to Arthur Miller, [Read More]

On the surface, the phrase “effective cold calling” seems like the ultimate oxymoron, easily beating out “airline food,” “congressional ethics,” and other head-butting word combos. After all, picking up the phone and trying to sell [Read More]